Security Systems News

APR 2016

Security Systems News is a monthly business newspaper that reaches 25,100 security installers, product distributors, central stations, engineers & architects, and security consultants. Our editorial coverage focuses on breaking news in all major se

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SECUriTY SYSTEMS NEWS April 2016 www.securitysystemsnews.com Monitoring 33 Our people make the difference. What qualities make the best dispatchers? It's a critical question because that person on the phone is representing your company. We believe to achieve excellence in service you must have people who demonstrate professionalism, empathy, a respect for confdentiality, a calm demeanor, and a positive attitude. The best dispatchers also possess a strong sense of duty and a desire to help others in their moment of need. Watch our video at copsmonitoring.com/diference, read about our exclusive Gradation training program, and imagine how a COPS Monitoring Dispatcher can make a diference safeguarding your customers and upholding your hard-earned reputation. Attitude | Professionalism | Sense of Duty CA: ACO6132 • DE: 05-85 • FL: EF20000481 • IL: 127-001299 • MD: 107-840 • TN: 632/1626 • TX Burg: B11561/17961 • TX Fire: ACR-2215 • VA: 11-1941 Providing nationwide wholesale alarm monitoring and dealer services from New Jersey | Florida | Arizona | Tennessee | Texas | Maryland 800.367.2677 | Fax: 856.629.4043 | info @ copsmonitoring.com | copsmonitoring.com By Spencer Ives In early March, it was announced that Honeywell acquired RSI Video Technologies (Videofed) for $123 million—a move that will effciently broaden the com- pany's verifcation capabilities, according to Jay Hauhn, executive director for CSAA, who talked with Security Systems News about the deal. The deal could help RSI fur- ther develop its offerings, he said. "Adding Honeywell's R&D profciency to RSI's verifcation competencies is very powerful from a product-functionality perspective," Hauhn said. Having Honeywell and RSI could benefit central stations from a monitoring perspective. "I expect the combined offering to be an innovative fully integrated verifcation solution. Getting that from a single source is very attrac- tive to a central station," he said. Honeywell in its announce- ment highlighted RSI's video verifcation capabilities. Hauhn said the acquisition is an effcient way for Honeywell to enhance its portfolio of verifcation offerings. "When evaluating technologies needed within a product roadmap, a frequent question for a manu- facturer is, 'Do we develop it or do we acquire it?' … Honeywell obviously decided their fastest path to market was going to be accomplished by acquiring RSI, a proven verifcation technology." "I suspect that there are signif- cant sales synergies between RSI and Honeywell, often targeting the same alarm dealers," Hauhn said. Honeywell, in its announce- ment, highlighted RSI's ability to create a solution for DIY install with professional monitoring. (See the story on RSI working with Security Dealer Network on page 28.) SSN Jay Hauhn's take on Honeywell's RSI acquisition By Spencer Ives DALLAS—Monitronics has entered a lead generation partnership with telecom c o m p a n y C o n s o l i d a t e d Communications, accord- ing to Monitronics' CMO Frank Guido. Guido said the partnership benefts both parties. "We get to grow our customers while Consolidated can now launch these security and automa- tion solutions to their entire base of residential—as well as business—clients," he told Security Systems News. Headquartered in Mattoon, Ill., Consolidated's footprint includes 11 states, stretching from the Midwest region to the Northeast. It has about 1 million customers, Guido said. Consolidated will pro- mote Monitronics through its marketing. Monitronics will provide monitoring and servicing; the installation will be handled by one of Monitronics' partners. Accounts gained from this partnership would be mostly residential, he said, and comparable to the rest of Monitronics' current custom- er base. Guido declined to say how many accounts this could bring into Monitronics. Guido believes that new customers could be more loyal because of the link with their telecom services, he said. The partnership repre- sents a "natural fit" to provide customers with a complete solution, Guido said. "Security certainly adds another element or dimension to providing a full package for [Consolidated Communications'] custom- ers." Would Monitronics con- sider partnerships with other telecoms? "I think that's a distinct possibility, and … there's interest from others already being expressed." SSN Monitronics enters telecom partnership

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